September 2003

Perfecting the Art of the Add-On Sale What is an add-on sale? When I took my first job as a pharmacist, the owner of the pharmacy told me the following:

Three years ago, when large companies subsisted on a steady diet of independent home medical equipment providers, a group of colleagues banded together
Invacare/Patient Lift Reliant Stand-Up Lift features ergonomic styling and easy maneuverability has adjustable, pivoting leg support 350-pound weight
The Medicare Prescription Drug Conference Committee's first accomplishment this summer was agreeing on a package of Medicare regulatory and contracting
You may never get rich, but at least you still have a job. That's a perennial theme in the health care industry, which has traditionally been known for
Acquisitions & Openings Westar Acquires LifeCare Solutions: Westar Capital, a Costa Mesa, Calif.-based health care investor, has purchased LifeCare Solutions,

The resume of Marilyn Hamilton, vice president of global planning and strategic services for Sunrise Medical, Longmont, Colo., reads something like this:
These days, businesses are learning how to do more with less staff. This means that companies, including HME providers, must find ways to increase productivity
Have You Received Your Audit Request? If you have not received an audit request from AdvanceMed already, it is likely that you will. AdvanceMed is an
Financials Invacare to Add Manufacturing in China: Commenting on Invacare's second quarter earnings, Malachi Mixon, the company's chairman and CEO, said
Start each day of Medtrade 2003 with a fresh outlook on HME! First up each morning of the show, Oct. 9-11 at the Georgia World Congress Center in Atlanta,
The Skinny on Statistics I've read the Ultimate Crossword Puzzle (July 2003) article. Well done. My question is this: Do you have unit sales by product

Safebaths USA/Bathtub Walk-In Bathtub customized for each user; designed as alternative to getting into or pulling up out of traditional bathtub features
Since raising prices is not something we can do easily in this industry, profitability depends largely on how efficiently providers operate. If a company
Bath Safety Lenjoy Medical Engineering/Bath Lift Comfy Lifty Loo Toilet/Commode can be adjusted for height of lift and weight of patient features extended